It's been hot this week in Arizona. I mean REALLY hot! We've set record breaking temperatures multiple times over the course of the past seven days. While other areas of the Country are looking forward to Fall being just around the corner, the Phoenix area has been sweltering under 114, 115. and 117 degree days. I am not looking forward to my utility bill at the end of this month to say the least. I'm pretty sure my air conditioning has kicked off for all of about 13 seconds the past week.
On the other hand, do you know what hasn't been hot lately? Me. I'm on a bit of a losing streak when it comes to listing appointments. My monthly mailers that I send out have had the usual percentage of responses but I've struck out on the chance to assist the last three potential sellers I had the privilege of sitting down with to discuss how I could help them.
One of the potential sellers never ended up listing with anyone so I have continued to reach out to them as any good agent would on the off chance they've just been busy or perhaps some life event has prevented them from selling just yet. The second seller ended up using another agent who listed their property far under the value I would have and ended up getting the home under contract within a week. I have to think the owners left a lot of money on the table because the comparables that I researched had their home worth 15-20k more than what they ended up listing it at. Why they chose to do so is beyond me.
The third listing appointment I did not win was just this past week. When the sellers called me after they received my marketing materials in the mail they did advise me they were interviewing "several" agents and wanted me to be one of them. I gladly took the appointment as the residence is only a short 10 minute drive from where I live. The homeowners were very nice. The home itself had some nice upgrades and they were in the process of freshening up the paint and having all of the carpets professionally cleaned as well as the rest of the home. The conversation was informative and they seemed very impressed with my knowledge of the area as well as my listing packet that I gave them with charts and information concerning the comparable sales and market analysis of their home. I felt very confident leaving that appointment. Although they did say they still had a few agents left to interview after me I thought I had this listing in the bag!
The very next day I was extremely disappointed to receive the following email from that very nice couple:
"Good Morning Nicole,
I also wanted you to know that we found your presentation and packet very professional and we are grateful you came by to review our property and interview with us. Your promotional mailer, that I had received earlier in the week, caught my eye and is what led me to contact you because it was one of the best I had seen come through my mailbox."
So what did I learn in real estate this week? You can do everything right and still not come out on top. The truth of the matter is I do not live in that homeowners subdivision, however, I have bought and sold many homes in that neighborhood. I am familiar with their golf course, clubhouse, HOA fees, walking and running trails, home values, floor-plans, builders, surrounding shopping centers, and anything else I would need to be aware of to properly advertise their home for sale. I have lived in this area of Gilbert for almost ten years and I highly doubt another agent knows more than I do when it comes to my market. But I do understand there is a lot to be said for the comfort level of a seller knowing their agent physically lives in the same community they do.
I did everything right. My mailer was eye catching and generated a phone call. My listing presentation was professional and informative. The conversation with the homeowners was personal and I connected well with them. But I still didn't get the listing because of something that is out of my control. I don't live where they live. We can only do what is within our power to do. We won't always come out on top. A professional athlete can play the best game of his career and still ultimately lose the game.
My losing streak sits at three in a row for the time being but I'll wake up tomorrow with as much enthusiasm to tackle the day as I always do. Winning streaks don't last but thankfully neither do losing streaks!